• Understand how to tap into the opportunities found in IT sales
• Take advantage of sales strategies to build a pipeline of future business
• Focus on long-term product and service value over low cost solutions
• Understand how to deal with complex buying structures
• Work with the needs of contracts, finance, management and other influencers
• Establish rapport and build chemistry in new and existing accounts
• Quantify maintenance costs that may be incurred subsequent to purchase
• Bundle applicable IT products and services to increase customer value
• Use questioning to determine buyer attitudes, situations, needs and priorities
• Adjust their IT sales approach based on buyer behavior
• Identify problem areas and potential IT solutions
• Create personal Feature, Advantage, Benefit statements
• Develop an advantage over IT service and product competitors
• Assess personal selling performance following each call
• Understand the Consultative Sales Process
• Handle sales objections and close the sale

High technology companies in the software and hardware industries are well-known for providing sales professionals with opportunities to make nearly unlimited amounts of income. Big ticket products and services such as enterprise-wide software applications or design and implementation services for network operating centers offer large rewards and lucrative commissions. Even smaller point solutions, when sold to medium-sized and large corporate clients, can lead to generous accumulations of commissionable sales. Yet, one of the main reasons that sales in the IT industry are so lucrative is because most of these products and services are far too complex for some sales professionals to sell. Large enterprise license agreements encompassing IT organizations within Fortune 500 companies or government agencies are time-consuming and increasingly difficult to close. Simply getting a foot in the door of one of these types of accounts has become difficult as established competitors and growing start-ups angle for the mindshare of key decision makers. Our IT Sales Skills workshop is focused on providing sales professionals with the skills required to handle complex product and service sales and increase revenue numbers within their territory.

Designed around the application of a consultative selling approach that focuses on solution selling, the IT Sales Skills training workshop delivers time-tested methodologies that ensure success within target accounts. Central to this consultative sales approach is a comprehensive analysis of various customer buyer types, behavior and their effect on the IT sales process. The core of the class is built on a proven sales process that enables a sales professional to control sales cycles and guide customer calls towards appropriate IT product and service recommendations and solutions. Other topics such as the importance of building a healthy pipeline and cold calling are also covered throughout the training workshop. This highly participatory program provides IT sales reps with several opportunities to practice learned skills via simulation sessions, activities, self-analysis instruments, exercises, discussion sessions and lectures. These activities are designed to work in concert to ensure knowledge transfer and immediately put newly acquired IT sales skills to use in the workplace.

Private Group Sales Training: Group sales training can be tailored to the needs of the client organization and delivered on-site at the time and location of the clients choice. 

Public Open Enrollment Seminars: Individuals are invited to participate in monthly seminars held across the US in an open enrollment format.
For a full list of upcoming open enrollment sales training seminars please click here.

For more information and pricing, please complete this form.